Step 1: Proof of Concept
The Blueprint for $uccess
Sean Applegate
DOD SE Team Lead
Technology Areas
Wan Op
(Steelhead)
Appliances
Mobile
Virtual
Cloud
C.M.C.
Interceptor
RSP
Network
Performance
Management
(Cascade)
Profiler
Gateway
Shark
Sensor
Pilot
W.E.P.
Cloud Storage
Delivery
(Whitewater)
Appliances
Virtual
Cloud SH
Application Delivery
(Stingray)
- Stingray Traffic Manager
- Stingray WAF
- Stingray Website Accelerator
© 2008 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to
deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
Evaluation Process
Pre-POC
Phase 1
Phase 2
Phase 3
Phase 4
Plan Evaluation,
Create Test Plan
& Order Gear
Pre-configure
Gear
24-48 hr Health Check
Execute Evaluation Test Plan
Educate Customer
Build Requirements
Purchase
(or RMA) product
Install &
Troubleshoot
7-14 Business Days
Gather Results &
Solidify Acct Strategy
Present Results to
Decision Makers
© 2008 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to
deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
5
Pre-POC – Plan Thoroughly
 Plan the Project
• Ensure proper individuals are at the table
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Network team, storage team, application owners, decision makers, etc
• Complete proper data collection/customer surveys
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The devil is in the details – be thorough, escalate when appropriate
Steelhead: Encrypted Email, SMB Signed CIFS, SSL, VDI, Failover, DR
Cascade: Flow Capacity, Tap Points, Critical Applications, Host Groups
Stingray: LB Algorithm, Global Load Balancing, Redundancy, App Integration, Traffic
Script, AFM, etc
Aptimizer: Logo Visibility, Stealth Mode, Over WAN testing, Proper test tools
• Set clear expectations, goals, milestones and timelines
Crawl, Walk, Run
» Ensure proper test cases are defined– watch for scope creep
»
 Double check the shipping addresses and POCs
 Coordinate Sales Engineer resources ahead of time
A Pint of Sweat, Saves a Gallon of Blood – George S. Patton
© 2008 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to
deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
6
Phase 1 – Prep, Install & Troubleshoot
 Commit Adequate Engineering Resources
• Leverage Riverbed Resources when appropriate
 Verify the Facts – again
• Environment / Test Plan / Cases / Test Tools
• Technical Requirements – Verify and Expand
• Educate along the way – Influence RFI/RFP
 Prep Equipment & Confirm Change Control Process
 Install
• Verify settings & expected behaviors – Don’t assume anything
 Ensure all informal tests are working properly
• If not troubleshoot until fixed
I don't measure a man's success by how high he climbs, but
how high he bounces when he hits bottom. - George S. Patton
© 2008 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to
deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
7
Phase 2 – Prove it Works
 Execute the test cases
• Show them the proof – will vary depending on solution
• There will be problems – meet them head on
• Capture the results & customer benefits
 Educate extensively – empower the client
 Good time to cross sell other technologies
• Pilot/Shark, Aptimizer, etc
• Ask lots of questions – you’ll be surprised what else you learn
 Grow your relationship
Coming together is a beginning; keeping together is progress;
working together is success. – Henry Ford
© 2008 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to
deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
8
Phase 3 – Build the Story & Strategy
 Measure & Capture the Results
 Understand the Benefits & Justifications
• Justify with Numbers
• Buy on Emotion
 Confirm solution addresses the challenges,
pains and needs
 Capture quotes & stories
 Conduct the ROI study
 Mitigate any risk
 Pull together the strategy
Success is a lousy teacher. It seduces smart people into thinking
they can't lose. – Bill Gates
© 2008 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to
deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.
9
Phase 4 – Fourth and Goal
 Don’t let the POC drag on…without a purpose
• Watch for scope creep
• Watch for unexpected hiccups
• Ask for concessions
 Stay engaged
 Understand the complexity of the project
• RFI, RFP, RFQ
• Funding issues
• Road blocks
 Be proactive & creative
 Close the deal
If winning isn't everything, why do they keep score? –
Vince Lombardi
© 2008 Riverbed Technology. Confidential. IMPORTANT NOTE: The roadmap is for information purposes only and is not a commitment, promise or legal obligation to
deliver any new products, features or functionality. The development, release, and timing of any features or functionality described remains at Riverbed's sole discretion.